The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.
In a world of cold calls and hard sales, building solid relationships through networking is more important than ever. People who know how to network close more deals. It’s time to take the edge of off the networking process, and gain the next generation sales skills that trump cold-calls and deliver a real return on relationship investment
A sales career can be AMAZING - in many cases it can be a remote position, with some level of flexibility in how it is structured and with pay. Sales can be the best high paying career or a tough, lower paying one. Join to hear why sales IS awesome, who is hiring, and how you can excel at it.
There are critical moments in the selling process that can make or break a deal. This webcast will show you:
- How to smash your first contact with a new prospect
- How to position yourself psychologically on their side and win their trust
- How to give them a personal and emotional reason to buy only from you
- and more...
Sales Coaching can yield up to 7x ROI and help sellers reach quota. So why isn’t it producing sales success for you? Maybe what you’re doing isn’t really coaching….. Find out what coaching entails and how it’s different from managing, mentoring and training. Make these shifts and sales will soar!
Covered California – the state of California’s official healthcare marketplace – helps ensure individuals, families and small businesses can find low-cost health insurance. But paper-based processes previously made it harder for the organization to quickly and efficiently provide coverage to citizens who needed it. So Covered California implemented a digital agent enrollment process to streamline internal administration and offer customers a higher level of service.
Watch this webinar to hear the story of Covered California’s digital transformation, and how accelerating digital agreements and signatures can help your agency provide better citizen-facing services. Topics covered:
- Redesigning core government processes
- Achieving more by integrating digital systems
- Measuring impact and time savings
- Automating workflows to reduce errors and incorrect information
- Improving compliance and security with digital audit trails
Enterprise accounts are not just bigger; they are different. This webinar presents five key methods a $5m - $250m company must master to WIN THE SALE and WIN THE LOYALTY of big company customers. They involve
New and actionable advice!
Most sales teams fall short of their true potential. Whether you are a sales manager or a sales rep, join us to learn what undermines the best sales skills and causes you to fall short in your sales efforts. Specific, helpful ideas and resources will be shared.
There are critical moments in each selling process that can make or break a deal. In this webinar you will learn:
- How to smash your first contact with a new prospect
- How to position yourself psychologically on their side and win their trust
- How to give them a personal and emotional reason to buy only from you
- and more...
Exceptional coaching makes a big difference in sales. According to research from Sales Performance International (SPI), reps who receive “exceptional” sales coaching are 3X more likely to achieve quota than their peers who are coached less effectively.
SPI’s research also reveals that exceptional coaches know not only how to coach but when to coach. The best organizations now use data and analytics to provide sales managers better insight on how to focus their coaching efforts on what matters most--at the right time.
Join the SPI's VP of Business Development, Tim Sullivan, and the VP of Marketing at ClearSlide, Michael Schultz, in a dynamic discussion on injecting science into the art of sales coaching with data and analytics, and how investing in a sales engagement platform can be the game-changer.
By attending the webinar, you’ll gain actionable insights to:
-Identifying and prioritizing sales coaching opportunities
-Improving the quality and depth of sales coaching dialog
-Driving continuous improvement of the most crucial sales behaviors
Texts…tweets…chat… More people prefer their content in snack-size portions today. Long, linear presentations and demos are a thing of the past. Learn how to create powerful snack-size presentations that engage busy buyers and help drive sales!
Industry experts predict that all successful businesses will soon become 100% digital. The biggest challenge is the “how”. The HR world is rapidly changing; candidates and employees are becoming more tech-savvy and expect to engage with HR digitally, instead of with paper. Now more than ever, HR teams need to think about how to put best practices in place to facilitate digital relationships with employees, candidates and talent. Going digital in HR will help your organization attract and retain the right talent and enrich the overall employee experience.
Watch this webinar to learn different ways that HR teams can make meaningful progress in their digital transformation. You will also learn:
- Top HR pains in the workplace and how going digital can help
- How other companies achieved success in digital transformation in HR
- Short and longer-term applications for eSignature in core HR processes, like hiring and onboarding
Michael Erisman, VP and GM Global Human Resources, DocuSign
Teja Vora, Director of Commercial Marketing, DocuSign
When you answer the WIIFM question boldly and ask questions designed to uncover customer problems & struggles, you can book more meetings and build a bigger, more qualified pipeline quickly. In this webinar, we will cover easy to learn, customer focused tactics you can easily apply in any selling situation.
According to Salesforce.com, 70% of sales opportunities are closed and lost. Improving productivity of sales teams requires consideration of a host of tactics: processes, talent management, and compensation are just a few. One of the most effective ways to bring these and other factors together is to encourage sales reps to think of themselves as the CEO of their territories.
In this on-demand webinar, you’ll hear from Matthew Kearney, Regional Vice President of Sales at DocuSign who will share his experience fostering a business owner mindset among his sales teams. You’ll learn what it means to have a business owner mindset and the strategies sales leaders can use help encourage it including:
• Developing block and tackle skills to analyze pipeline
• Prioritization strategies
• How to better leverage cross-functional team members
• Connecting company goals to personal success
Take selling to a new level with financial and business insights. Client IQ from FinListics, you will attain the information to take your solution and translate it to your customer's needs. With an average of 7 stakeholders involved in every sale, Client IQ gives you the power to speak to all of them in a language that they care about and want to hear.
Selling would be wonderful if you didn’t hear NO. Unfortunately, rejection is a part of sales. But it does not have to depress, frustrate, or slow you down. Learn a unique strategy that that will completely change your mindset to finally make selling fun and more effective.
With DocuSign & Google, you can create, edit, and complete documents in minutes right from Google Drive and Gmail. DocuSign has been designed as a natural extension to core Google applications, enabling users to create end-to-end digital workflows and move seamlessly from an email attachment or file stored in Drive to approval & signature in no time at all. Doing business has never been more efficient. Plus, your clients and partners will love the ease and convenience of signing with DocuSign.
In this on-demand webinar, you'll see DocuSign and Google in action and learn how to:
- Integrate DocuSign with Google Applications such as Docs, Drive, Chrome, and Gmail
- Get the most out of our newest integration DocuSign for Google Docs
- Prepare a document for signature directly from Google Drive
- Track and manage documents from your Chrome browser
- Quickly sign email attachments from your Gmail inbox
With DocuSign & Google, growing your business is simpler than ever!
Business and Industry Insights for your specific clients and verticals are discussed to prepare you for a more successful sales year.Know before hand what triggers and KPI's your clients are looking for to customize your message and solution and get the sale.
Top earning sales professionals are relentless, unstoppable prospectors, and obsessive about keeping their pipeline full of qualified opportunities. Renowned sales expert, Jeb Blount, teaches his secrets - real techniques that work with real prospects, in the real world. With insights from Jeb's latest book, Fanatical Prospecting, you'll learn how to keep your pipeline and bank account full.
By attending this webinar, you'll gain actionable takeaways including:
-How to target a specific prospect and create a compelling message to get them engaged
-Key strategies to effectively carry out discovery conversations
-How engagement data directly affects deal outcomes
You already know the power of Salesforce to close sales fast. But did you know you can multiply that power by adding DocuSign? The two products are seamlessly integrated, so you can use DocuSign to compress the entire sales cycle.
Watch this on-demand webinar to get tips and tricks to streamline your sales process and help you generate revenue faster.
Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?
This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.
Here's what you will discover:
1.FIND: How to find new clients who are in the market today
2.ENGAGE: How to connect with them instantly and engage into a dialogue
3.WIN: How to remove any resistance and win new clients
4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
Very few teams have an easy time calling the number, let alone actually hitting it…or beating it. In fact, CSO Insights and Accenture report that nearly 60% of forecasted deals never close.
Many teams struggle to execute during the critical opportunity-to-close process, including forecasting, which is far more than just rolling up a number -- It’s an integrated effort that involves all sales team members and leaders effectively managing their pipeline and confidently projecting where they're going to land.
Listen in to a dynamic discussion among two top VPs of Sales of fast growing organizations, laying out their secrets to success and how they drive forecast accuracy and the sales process rigor required to scale and hit their revenue goals quarter after quarter. Spoiler: it's got everything to do with deal visibility and engagement data.
By watching, you’ll gain actionable insights, including:
-How to drive visibility into the true health of the pipeline
-How to change the conversation and drive accountability
-The fundamentals of accurate forecasting
The reality of today’s sales world is that close rates are declining. It’s become even harder to bring home a sale during the most critical and often tricky quote-to-close process. And businesses that use manual document processes heighten the risk of sales falling through. In the last stage of a sale, you need a connected workflow that helps you get from quote to close in hours or days, not weeks.
Join us to learn how Adobe Sign & Microsoft Dynamics speeds up sales cycles and reduces frustrating delays in the contract approval process, enabling sales teams to close business faster.
In this webinar, learn how Adobe Sign & Microsoft Dynamics:
• Accelerates sales success across the entire sales lifecycle, from prospects to renewals.
• Delivers winning signing experiences, that close deals faster, reduces risks and increases retention.
• Simplifies approvals and increases visibility into the contract cycle.
• Mitigates risk – minimizing costly legal & business risks.
• Can easily integrate and work for your organisation.
Bpm'online invites you to a free webinar “The future of customer engagement: accelerate transformation” with Paul Greenberg, one of the most influential CRM industry experts, as a guest speaker.
According to a recent study, 84% of businesses claim that Customer Engagement will overtake productivity as the primary driver of growth.
Bpm’online has invited Paul Greenberg, one of the most influential CRM industry experts, to share his vision on the future of customer engagement and how intelligent technology will help organizations more effectively fulfill expectations of digital-savvy customers.
REGISTER FOR THE WEBINAR AND LEARN:
●Best practices in building a customer-focused digital organization.
●How to align all business processes around your customer to drive customer loyalty.
●How understanding customers' needs, expectations, and behaviors helps close the gaps in performance, personalization, and trust.
●Future outlook on customer engagement success.
●Technologies to enable faster transformation across various business units.
Featured Guest Speaker: PAUL GREENBERG, Managing Principal of The 56 Group, LLC
Co-presenter: MATT THARP, Chief Evangelist at bpm’online
Don't miss out on hearing Paul Greenberg sharing his expertise on how to take Customer Engagement to the next level!
For high performing sales teams, there is continuous measurement on email open rates, engagement, and response rates. How do you ensure a sales conversation keeps moving along?
Join cold email expert and Salesfolk CEO, Heather R Morgan, to learn how you can effectively leverage email at every stage of the sales cycle with leading sales engagement platform, Clearslide. Here are some of the sales email best practices that will be covered in this actionable webinar:
-How to employ email personalization techniques intelligently and at scale
-How to maximize the readability of your email and significantly increase your odds of getting a response
-How to leverage sales automation technology to shorten your sales cycle
We’ll also be sharing some examples of real email templates to show you what to do and what to avoid in your own email outreach.
More about the presenter:
Heather R Morgan is a former economist, and founder of SalesFolk. SalesFolk has helped more than 550 B2B companies scale their outbound sales efforts and set more appointments through leveraging persuasive copywriting, data science, and game theory. Heather also has a column with Inc Magazine and Forbes, and has also had her work featured on NBC, Entrepreneur.com, Harvard Business Review, Salesforce, Hubspot, InsideSales.com, and many others sources.
Traditional views of the role of the supply chain function include one that slashes logistics costs and relentlessly optimizes inventory – but how can supply chain management drive top line revenue growth? Join Dr. Stephen Timme and Gene Tyndall on December 6 to explore the business & financial benefits of transforming your supply chain into a profitable growth engine and to discover the potential paths to get there.
From admission and discharge to billing and record keeping, today’s hospitals use technology along every point of the care continuum. But challenges remain, especially when so many clinicians and staff access patient records across multiple points, and often on different equipment.
Health IT leaders must safeguard patient data not only on desktop computers, but on hand-held devices, remote monitoring equipment, patient and physician portals, and more.
Watch this webinar and learn how to:
- Use multiple technologies to boost physician access
- Implement new processes to speed up patient experiences
- Ensure data security across every device and equipment
Call Reluctance is the emotional hesitation to prospect. It affects follow through, asking for referrals, asking for the business, recommending a higher-priced option, prospecting upscale clientele, and creating relationships with strategic partners. You will learn:1) Four Steps to Overcome Sales Call Reluctance 2) Four energy blocks that affect prospecting 3) Neurochemistry of Prospecting 4) Techniques to Profitably Prospect
Incorporate data into your product, and take advantage of word class databases and a modern data platform. And learn from companies that have been there.
Join this webinar and learn:
- How to incorporate data into your product, and take advantage of word class databases and a modern data platform. And hear from companies that have been there.
- Learn how PDX improved their in house analytical solution and offered their pharmacies a premium level of service — granting them access to collaborate and share the data that they need.
- Learn how Namely, a HR platform, was able to leverage modern technologies ---databases optimized for performance, ETL tools, BI platforms that offer customization and can scale — to build out a scalable go to market solution in 3 months.
Brainstorming a 1-line value prop rarely results in a message that is extendable across communications platforms, and is buyer-focused. Focusing on just a tag line or elevator pitch short circuits developing a Value Prop Platform that is both complete and flexible enough for marketing content and sales conversations.
We have all seen just how devastating the results can be when sales and marketing teams aren't aligned. In this webinar, Alice and Liz will share their secrets about how aligning sales and marketing will better engage your customers at critical junctures in the buyer journey and will boost sales and marketing results.
The B2B market is shifting, and your approach to growing pipeline with sales development needs to shift along with it. Industry experts agree that playbooks from early 2010s won't cut it today. Laurie Page, Managing Partner for the Bridge Group, will cover the top four strategic sales development trends happening today and how to leverage them for success.
Join us for this session to gain higher growth in 2018 and beyond!
LinkedIn is a powerful and underutilized tool for sales professionals.
In this webinar you will learn how to:
- Convert your profile from a resume to a resource
- Leverage LinkedIn to get warm introductions
- Find, share and engage on relevant content to be seen as a thought leader
Everyone wants to improve Sales Productivity or "Revenue Per Rep." It's often a struggle, because the way we approach training and enabling reps is ineffective and doesn't support behavior change. In this webinar, Mike Kunkle will share how a new systems approach to Sales Enablement will radically improve your results.
Sales Operations Professionals are known for being adaptable, however, only 30% of sales ops pros are adjusting their strategies as conditions change throughout the year. Which makes them less likely to actually validate their assumptions and measure their success against their plan, leaving them (and their company) open to the risk of miss sales targets. During this webinar, Sales veteran and OpsPanda CEO, Jon Kondo, shares methodologies that Sales Operations can adopt to create a more agile sales environment that mitigates risk, drives revenue, and ensures that sales, finance, and the CEO are all happy with the results.
You will Learn:
-Tips on how utilize your Annual Operating Plan (it’s only useful if you use it)
-How and why you should monitor and manage your plan year round
-The key factors affecting your growth that you should be analyzing
Bluewolf, an IBM Company, is the global Salesforce consulting agency committed to creating customer and employee experiences that drive a return on innovation. Bluewolf needed a way to follow up faster with the high volume of leads coming in from their demand generation efforts. Manual processes and disorganized data were preventing sales reps from hitting their goals for weekly booked meetings. In this webinar, Jonathan Staley, Director of Campaigns at Bluewolf, will discuss how Bluewolf’s Marketing Ops team was able to leverage data as a strategic asset to further align sales and marketing. Learn how Bluewolf:
•Increased sales activities by 15%
•Boosted Salesforce’s out-of-the-box routing
•Improved its database with algorithms
The way we attract, develop and retain top talent today is far more strategic than ever before. Why evaluating sales people for your team, you must look beyond the skills on paper and understand how they fit into the big picture – today and in the future. This program will give tips for building the candidate pipeline in a large scale strategic way and engaging sales teams to align with your business with every sale.
Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert David Brock. Steven and David will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.
No powperpoint, no videos, just open and frank discussion.
Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
Join Deb Calvert as she interviews Sales Legend Jon Ferrara. Jon is a CRM and Relationship Management entrepreneur and noted speaker about Social Media's effects on Sales and Marketing. He has re-imagined CRM by building a Simply Smarter Social Sales and Marketing platform, his most recent venture Nimble.com.
If anyone can speak to the complexities of incentivizing people all over the world, it’s Telstra. With seven different business units, 20 countries, and 9,000 payees, Telstra uses CallidusCloud Commissions to drive behaviors around the world and among all roles, from technicians to call center sales reps.
Attend this webinar to learn:
- Explore the ways CallidusCloud helped Telstra increase visibility, reduce risk, and improve payment accuracy.
- Get suggestions for ways to start your search for a commissions tool.
- Understand how Telstra is now able to get more insight and solid reporting from its data.
- Learn how Telstra's implementation relates to the opening crawl of Star Wars.
Andrew White is currently the Head of Sales and Service Incentives for Australia's largest telecommunications and media company, Telstra. He has over 20 years’ experience in various human capital roles. During this time, Andrew was a Reward Practice Manager for CSi/Hewitt/Aon, looking after a broad range of clients across most compensation and benefits areas including benchmarking, job grading, reward strategy, executive compensation, R&R and benefits. This has included most industry sectors but in particular, high-tech, telco, financial services, and NFP.
Ben Gray is currently the Program Manager of Incentives Systems for Australia's largest telecommunications and media company, Telstra. He joined the team in 2015 to help manage completion of the 3-year implementation of Sales Incentives Plans into the CallidusCloud suite for seven major business units that pay incentives. He has over 17 years’ experience in the information communications technology Industry. During this time, Ben has managed operational teams and centres performing resource management, planning and work deployment for Telsta’s national workforce of communication technicians.
The fact that Sales Training ROI is elusive is almost legendary. The truth is, most Sales and Sales Enablement leaders have no plan for behavior change or supporting the attainment of sales mastery. In this webinar, Mike Kunkle will share an approach that is proven to deliver results and ROI.
Is your sales pitch professional? Is it high-quality and crisp? Can you flex and apply it anywhere on the phone, a live meeting, trade-show, or with executives? This dynamic webinar will provide practical professional sales tools that will help you reset and master the most critical element in professional selling.